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AMMISalary NegotiationKirk KluverUniversity of Iowa

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More than salary and compensation…

• Advancing your position

• Gaining new responsibilities; finding new challenges

• Ultimately – it is about managing your career and trajectory

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Art and Science

Science

• Rebekah Curry, Financial Services Expert & Writer on Career, Finance and

Lifestyle Topics

• NYU Wagner Office of Career Services

Art

• David Burge, George Mason University; Nathan Fuerst, University of Connecticut;

Kirk Kluver, University of Iowa

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Two Career Scenarios

1. Promotion/salary negotiation within your current organization.

2. Seeking, evaluating and negotiating opportunities at other institutions.

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Scenario #1: Promotion within your current organization

• Employee enters Manager’s doorway, “Do you have a minute?”

• Manager: “Sure.”

• Employee: “I would like to ask for a raise.”

• Manager: “Have you spoken with your supervisor?”

• Employee: “No.”

• Manager: “Why do you think you deserve a raise?”

• Employee: “I haven’t had one in a while and I hear others have.”

• Manager: “Set up a time with Barbara so we can discuss in more detail.”

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Scenario 1: Opportunities at Your Current Institution

• Overcome your fears of asking for a raise/promotion (Curry)

• Research market conditions (Curry)

– Understand limitations

• Schedule an appointment

• Preparation for the negotiation

– Research policies regarding promotions, advancements, market adjustments

– Read through last performance evaluation (Curry)

– Put it in writing

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Scenario 1: Opportunities at Your Current Institution

• Answer the why?

– Do your current duties reflect your original job description?

– Are you asking for additional responsibilities?

• Write Your Own Job Description/Responsibilities

– ”Lead, Manage, Do”

• Focus on your performance – Yesterday, Today and Tomorrow

– Master your portfolio, and be to explain your mastery

• Have open dialogs with your manager (Curry)

– What else besides salary would improve your overall job satisfaction and performance?

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Proactively seek new experiences…

Supervise staff or students

Manage a process

Develop training programs

Develop data tools

Budget responsibility

Liaison w/ campus or community partner

Technology implementation

Student search and communications

Manage a vendor relationship

“Audit” meetings

Committee involvement

Launch a new initiative or program

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Map out your trajectory

• Where are you today?

• Where will you be in five years? Ten years?

• What do YOU need to do to get there?

• How will you need to produce? Results Matter!

• What will you need to learn?

• Who will need to help you?

• Where are you willing to go?

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Is it time for an Advanced Degree?

• Is it required for advancement in the profession?

• Does your institution have a remission program? Employee scholarship program?

• Will your employer be flexible with time?

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Evaluating/Negotiating Opportunities at Another Institution

• Build your network

• Working with a search firm

– Meet them at NACAC

– Send a resume—upload on their site

– Build and maintain the relationship

– Refer colleagues

• Should I apply?

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Some questions to consider…

• Can you move? Will you move?

• Who will you be working with? Who will you report to? Is there stable leadership?

• What are the goals/expectations? Are they realistic? Does the campus support

them?

• Is there a commitment to provide the resources necessary to meet those goals?

• Opportunities for promotion?

• Where is the person who occupied the position previously?

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You got an offer!

• Ask for an initial offer, unless forced to do otherwise

• Don’t accept an offer on the spot.

• Express appreciation and excitement for the offer.

• Ask for a few days to consider the offer and permission to call with questions.

• Always negotiate in good faith.

• Negotiating in person or over the phone is preferred.

• Can be a rewarding experience for both employer and employee.

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Scenario 2: Evaluating a Job Opportunity

• What is the “REAL” cost of moving?– Calculate “take home pay” based on new salary

– How do benefits compare?

– Do a budget based on new income and expenses

– Cost of living differentials?• Real estate, taxes, commuting expenses, parking, etc.

• Moving expenses and interim housing covered?

• Will they fly significant other out for a visit?

• Ensure you retain ‘perks’ you have now; and gain new ones

• Establish a schedule for future recognition of your talents

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5 Negotiating Principles According to NYU Wagner Career Services

1. Salary is best discussed when the employer has made you an offer

– “..you’ve successfully demonstrated your full worth as a prospective employee.”

– ”…shifts the employer’s focus from your attributes to your requirements.”

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5 Negotiating Principles According to NYU Wagner Career Services

2. Salary should be viewed in the context of other employment issues

– “Salary is only one piece of a complete compensation package, which can also include

health insurance, time off, flexible hours, loan forgiveness, and bonuses.”

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5 Negotiating Principles According to NYU Wagner Career Services

3. Know what you are worth and what the current market will bear

– Research, Research, Research

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5 Negotiating Principles According to NYU Wagner Career Services

4. Most offers are negotiable

– Many employers will initiate salary discussions by proposing a salary figure that is at

the lower end of the position’s allocated pay scale. This is to allow room for the

candidate to negotiate.

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5 Negotiating Principles According to NYU Wagner Career Services

5. It is okay to ask for what you want

– As long as you are tactful and realistic, it is unlikely that an employer who has a vested

interest in you will withdraw an offer because you tried to negotiate a better

compensation package.

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Request to Enhance the Offer Before the Deadline

“As I mentioned before, I’m very interested in the position and I believe that I can

bring _______ and _______ to the institution. I was wondering if it were possible to

enhance the offer in terms of [salary, vacation, benefits, opportunities for review,

etc]?”

Say nothing else until prospective employer responds.

*NYU Wagner Career Services

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If Employer Agrees to Consider Request

• Always express appreciation

• Don’t state exact figure, rather a realistic round number slightly above desired

figure.

– I was hoping to move towards “$$”

*NYU Wagner Career Services

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‘Unusual’ things to negotiate that some request…

• Stipends: Cell, Auto, Home Internet, Temporary Housing Allowance

• Spouse employment

• Specific technology needs

• Commitment of resources for the department

• Increases to benefits – vesting schedule?

• Support for continuing education

• Title

• Bonuses?

• Minimum years in contract

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Closing Thoughts

• Actively Manage your trajectory

• Avoid comparing yourself to others

• It’s not just about the money!

• Place emphasis on your performance; not your money/title

• “When you start focusing on your performance, the rest will fall in to place.”

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Questions?